Kogan & DiSalvo, P.A.
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3X
Increase in New Cases
Project Overview
Darryl B. Kogan & Ted DiSalvo, founders of Kogan & DiSalvo, P.A., embarked on their journey in the legal profession with a vision to champion the rights of individuals. After representing insurance companies for a considerable time, there was a deep-seated desire to shift focus toward aiding those who had suffered injuries.
From the outset, they focused on ensuring their clients received the best care possible to aid their recovery and secure fair compensation with minimal stress. “We get to help people get better and get paid for it. It’s very rewarding,” the co-founders shared.
Through perseverance and a steadfast commitment to their principles, the partners carved a niche for their firm in the legal landscape, leaving an indelible impact on the lives of countless individuals.
As with any business, obstacles tested Darryl and Ted’s resolve and ingenuity. From building a team of dedicated, well-equipped professionals and adding state-of-the-art technology for creating operational efficiency to navigating through highly competitive markets, each milestone proved to be more daunting than the next.
The partners were driven by a deep commitment to their clients and community. They understood that personal injury law is not just about legal battles; it’s about helping people rebuild their lives after devastating events.
This commitment fueled their desire to overcome obstacles, no matter how daunting.
Challenge
Kogan & DiSalvo, P.A.’s challenges were multifaceted, and the leaders knew they needed an in-depth understanding of their firm’s issues. They identified three key areas hindering the firm’s progress: a struggling team culture, operational inefficiencies, and a disconnected client experience.
The partners inherently recognized the value of teamwork but realized they had a firm culture marred by discord. The need for a cultural overhaul was evident because they knew a strong team would deliver an outstanding client experience.
“One of the biggest challenges was making sure everyone from the top down has done an excellent job providing the best representation possible for each client,” Darryl explained.
The partners also faced challenges related to clients’ experiences with the firm. Clients often felt detached from the legal process, making it difficult for the firm to gauge their satisfaction accurately. They needed feedback mechanisms and operational infrastructures to support the changes they wanted to improve the experience.
To compete effectively, they needed to establish a more efficient management structure, improve their internal processes, and develop a more substantial brand presence, and this need became even more pressing at the onset of the pandemic.
With strong aspirations to grow, they realized that achieving their goals required strategic guidance and support. “We were looking to go to the next level in a hypercompetitive market and scale up to support the growth,” the partners recalled.
At this critical juncture, Kogan and DiSalvo decided to partner with Crisp.
One of our biggest challenges was making sure everyone from the top down has done an excellent job providing the best representation possible for each client.Darryl Kogan
Strategy
Upon partnering with Crisp in 2019, Ted and Darryl opted to concentrate on the firm’s marketing strategy to engage more clients, increase their cases, and build a strong presence in their community. Through Crisp Social Stack, the firm leveraged paid advertising to get its brand in front of as many people as possible.
To enhance their work through Social Stack, the partners invested in video content to help them dominate their market. Through producing their Brand Video and other video content, Darryl and Ted developed a Unique Value Proposition that helped differentiate Kogan & DiSalvo, P.A. from other firms.
“Crisp videos and marketing ain’t bad either,” Darryl added with a touch of humor. “They’re actually the best in the legal vertical.”
After just a few months focused on marketing, the partners decided to become part of Crisp Coach, a closed-door community of the highest-performing law firms in the country. Choosing to invest in their law firm by joining the program was a no-brainer for Darryl.
“It takes money to make money. You need to invest in your business and take risks to reap the potential rewards. In our current legal environment, it is more like ‘grow or get left behind and perish,’” he noted.
Darryl and Ted took full advantage of the lessons, insights, and resources they gained through their CrispX membership and applied them to address the firm’s culture. The two became intentional about creating an ideal environment for their team and clients and realized the best way to make a strong culture would be to get to know what their team members cared about outside of work.
In doing so, they discovered that many within their firm valued their local community. So, they started to offer opportunities to be involved in service-related activities — food drives, holiday meal distributions, beach clean-ups, and cancer awareness 5K walks/runs — so that the firm could assist their community and build camaraderie amongst their team.
They have also wanted to scale their team to keep up with the practice’s growth. Identifying the best roles to hire for and finding talent is crucial for any business, and for Kogan and DiSalvo, it was no different. Working with their coach and attending workshops gave them the necessary clarity.
Crisp guided us through the process of hiring our first Human Resources Director, Director of Operations, Executive Assistant, and designating a Chief Executive Officer instead of management by a committee of shareholders.
Darryl Kogan
Their work with Crisp has also inspired their approach to clients. They implemented measures to ensure clients receive exemplary service and support throughout their legal journey. The firm has instituted practices aimed at routinely soliciting client feedback, maintaining consistent client communication, and regularly expressing gratitude to clients for trusting the firm.
Darryl and Ted have tapped into Crisp’s vast network of growth-minded law firm owners who are experiencing the same challenges. “Being in CrispX, we have been able to share the best ideas with each other,” the partners said.
It takes money to make money. You need to invest in your business and take risks to reap the potential rewards. In our current legal environment, it is more like ‘grow or get left behind and perish.Darryl Kogan
Impact
From the very beginning of their partnership, Crisp’s impact was profound. Kogan & DiSalvo, P.A. has transformed from a regional firm to a statewide powerhouse, and the results have been nothing short of remarkable. The firm tripled the number of its employees, expanded from three service locations to 11, and grew from owning one office building to two.
This exponential growth was supported by a strategic reorganization of its management structure, which made the firm much more efficient and effective and led to sound decision-making across the board.
The improvements didn’t stop there. With Crisp’s guidance, Kogan & DiSalvo enhanced their firm culture, streamlined their intake processes, boosted their marketing efforts, and honed their metrics and KPIs.
The client experience has also improved with the implementation of feedback loops and routine communication. They have instituted practices aimed at routinely soliciting client feedback, maintaining consistent client communication, and regularly expressing gratitude to clients for putting their trust in the firm. Overall, they have seen higher client satisfaction demonstrated through their Google Reviews and client referrals.
The firm now brings in triple the number of new clients and cases compared to when it first partnered with Crisp. “Michael’s goal of helping 1,000 law firms make an additional $1,000,000 – check plus,” they emphasized.
This transformation is not just about numbers; it’s about building a firm that stands out in a crowded market, a firm known for its dedication to clients and excellence in service. Kogan & DiSalvo, P.A.’s success story is a powerful example of how strategic partnerships can drive significant growth and improvement, even in challenging times.
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3X
Increase in New Cases
The most valuable lesson we've learned from being in the Crisp Coach program is how to scale, delegate, and focus on what is most valuable and important to us.
Darryl Kogan
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